Selling to CEOs. It’s a phrase that sounds simple — until you’re in that room and realize how unlike any other selling situation it truly is. Walk into a meeting with middle management and you’ll see patterns, predictability, even process. …
Last week, I was out with the frontline sales. I was so happy to see excellent discovery meetings. The stakeholders we met kept taking notes and asked the sales executive for more information and to meet with the business owner …
If you recognize the challenge that your middle management stakeholders love your ideas, but your proposal is stuck somewhere between them and their bosses, then read on how to improve your chances to influence senior management or boardroom members. Decisions …
Sales Managers…Prepare your list for 2021. What will you focus on to help your sales team to be the best in the industry?
Recently, I spoke to a front line Sales person asking about her experience so far with the new way of selling. She felt she was perceived as more credible and insightful in meetings. In addition, stakeholders gave her feedback that …
Old closing techniques evolve into intelligent influencing of stakeholders.
When you think you don’t sell a commodity, but your buyers do.
Your influencing starts when you meet with stakeholders, but most of the work is often done without you.
A K.I.S.S. and some self-reflection is all you need to become a better salesperson
Sharing information without providing advice is not helping. It creates more confusion.
My PE teacher was a great baseball player. I was always looking forward to the lessons where he taught us his tips and tricks. My favorite was the home-run lesson. I will never forget his words: “Getting to 1st base …
To achieve growth you need to focus on the right opportunities. Use the Pipeline Shuffle to determine which non-successful opportunities are worthwhile to revisit.
Keeping your customers’ loyalty is as hard work as prospecting for new business.
Virtual coaching is challenging. Start using new-way-of-selling metrics to help your sales team members progress. Month after month.
The modern way of controlling a discovery meeting is different and requires skills like a captain.
If you have not made your New Year Resolutions list, as yet consider these three to become the best in 2021. One, two three..too many!